PREPARING FOR A NEGOTIATON

John D. Hipsleyjhipsley@igc.org

• INTERESTS

• UNDERSTANDING

• RESOLUTION

Preparing for a Negotiation

7 Interest Questions

1List and prioritize

your interests

2List and prioritize

their interests

3Define methods of cooperation

4Specify areas of common ground

5Identity areas of

difference

6Specify objective

criteria

7Describe an ideal

agreement

2Explain shifts in

perceptions

3Describe initial feelings

1Describe initial perceptions

4Explain process of changed feelings

4 Understandings

1. Bridge alternative perceptions with evidence

2. Anticipate emotional triggers

3. Compare your short term emotional return to long term financial gain

4. Specify next best alternative (solution) to the problem

5. Prioritize alternatives

6. Get educated on potential issues

7. List consequences of no agreement

8. Create two settlement agreements

9. Describe value and role of a neutral

9 Steps to Resolution

LexIkon Learning from the Future